Leadership
Selling to Zebras
The Kosers argue that most sales effort is wasted chasing prospects who were never going to buy. Their answer is the “zebra”: the ideal customer profile, defined precisely enough that you can spot it at a distance and walk away from everything else.
The book is a step-by-step guide to building that profile and structuring the sales process around it. The discipline of qualifying hard and early is the real lesson.
Worth reading for sales teams that close a healthy share of the right deals but spend too much time on the wrong ones.